Headline

Enterprise Sr Sales Account Manager | Scaling B2B SaaS Revenue in EMEA & GCC. MEDDPICC | C-Suite Engagement & Digital Transformation

About

Hi, I’m Sonu. For the past 15 years, I’ve been on the front lines of enterprise B2B SaaS, navigating complex, multi-stakeholder sales cycles and securing multi-million-dollar Enterprise Term License Agreements (ETLAs) across the EMEA markets. I’ve always believed that you don't just "sell software." You sell alignment. Whether I'm working with CIOs, L&D Leaders, Heads of Engineering, or Operations teams, my focus is always on mapping digital transformation solutions (like eLearning, Tech Comm, and CX platforms) directly to their strategic ROI. Most of my career has involved long-cycle deals (6 to 18 months) where the buying committee is large and the deal only moves if you can build true consensus. Currently, I carry a $1M ARR target, actively driving both direct and partner-influenced bookings that typically account for 40%+ of my overall quota attainment. Over the years, I’ve had the privilege of closing business with global leaders including Rolls-Royce Submarines, BAE Systems, Caterpillar, Philips, Stryker, IFB, Mekon, and KBC Group. I’ve also been fortunate to consistently over-perform and pick up some incredible recognition along the way, including the Adobe Wall of Wins (2024, 2025), PTC Top Performer’s Club, PTC Top SDR, and Dell MVP. When it comes to deal execution, I rely heavily on MEDDPICC to uncover true buyer blockers, orchestrate cross-functional teams, and maintain a rigorous, predictable pipeline. A fun fact about my background: I actually learned this methodology at PTC—the very birthplace of MEDDIC. I was incredibly lucky to receive my foundational training directly from Jack Napoli himself, which fundamentally shaped how I forecast and build impenetrable business cases for strategic accounts today. The part of sales I enjoy most is the actual work—opening conversations, handling multiple stakeholders, and staying with a complex deal until it finally closes. Currently based in Bengaluru and selling into EMEA, I am exploring Senior Enterprise Account Executive, Account Director, and Sales Director mandates focusing on the EMEA and GCC markets. I thrive in roles where I’m not just carrying a number, but actively shaping go-to-market strategy and territory expansion. When I’m out of the office, you can usually catch me cycling on Bangalore roads, playing a game of basketball in my apartment or office (Or Hosting a Basketball In-house Event), or getting lost in a good anime

Location

Greater Bengaluru Area

AI stack

cursor

gemini

metaai

notion

openai

Adobe Firefly

Work experience

Senior Enterprise Account Executive (MENA/EMEA). at Adobe, Jul 2022 - Present · 4 yrs 5 mos, Bengaluru, Karnataka, India, I currently manage a $1M ARR target, driving Adobe's digital transformation solutions (eLearning, Technical Communication, and CX platforms) into Top-100 strategic accounts across the EMEA and MENA regions. My focus is entirely on complex, multi-stakeholder enterprise deals (typically 6-18 month cycles). I work closely with C-level executives—CIOs, Heads of L&D, and VP of Engineering—to align our platforms with their core business goals, using MEDDPICC to keep complex procurement and security motions on track. Key Wins & Revenue Impact: 117% to Quota in FY25 ($1M+ in bookings) 100% to Quota in FY24 ($991K in bookings) Delivered $3.18M+ in total dashboard bookings over the last 4 years. 2x Winner: Adobe Wall of Wins (2024, 2025) Major Deal Execution: • Net New Logos: Secured Net New Enterprise Term License Agreements (ETLAs) with global leaders including Rolls-Royce Submarines, KBC Global Services, AIA BHD, and COMSOL. • Enterprise Expansion: Drove massive cross-sell (C&A) expansions within existing strategic accounts, including a ~50,000-user LMS rollout for Greggs PLC and a 9,000+ learner deployment for Solvay. Leadership Beyond the Quota: I am deeply invested in the strategy and human side of enterprise sales. Whether I am quarterbacking a cross-functional deal team (Product, Legal, InfoSec) to close a $24K ETLA, hosting Adobe Basketball Bangalore Tournament to build community, or applying what I learned from my recent Executive Presence & Storytelling program at IIM Kozhikode—my goal is always to leave the customer feeling that Adobe helped them make a better business decision.

PTCU Sales AE APAC & MEA at PTC, Apr 2018 - Jul 2022 · 4 yrs 4 mos, Bengaluru, Karnataka, India, Promoted to take ownership of the PTCU (PTC University) Flagship training product "Learn Online" VILT (Virtual Instructor-Led Training) for Creo, Windchill, and ThingWorx Kepware in EMEA, and APAC Markets. Key Accomplishments:  Overachieved Annual Sales Target by 148%.  New Legacy Logo deals with Caterpillar, Phillips, IFB, Stryker, BAE, etc.

Inside Sale Representative at PTC, Mar 2014 - Apr 2018 · 4 yrs 2 mos, Bangalore, Started as a Territorial Rep, Given additional responsibility of handling PAN India: PLM portfolio due to high performance of generating a high-quality pipeline of PTC´s CAD Portfolio in PAN India with Channel Partners. Key Accomplishments:  Achieved quarterly Pipeline numbers exceeding 15-20%.  Attained best PLM Conversions in APAC for 2019.  Generated Interest from high-level CXO (Reliance, Setco, JCB etc) using Basho mails which converted into sizable wins

Sale Account Mgmt I at Dell, May 2013 - Feb 2014 · 10 mos, Bangalore, - This hunter role/ End to end Sale. - Exceeded team sales target by over $50,000 in one quarter - Targeted Existing Dead Accounts of existing Deal Inside Sale Teams. - Sold Dell Laptop, Servers, Storage and Enterprise Software including VMWare, Microsoft, McAfee etc. - Achieved Team's goal of reviving 5% of the overall dead accounts in Dell

Senior Account Executive at Future Electronics, Mar 2012 - May 2013 · 1 yr 3 mos, Bangalore, • Future Electronics is the 3rd largest Distributor in Asia Pacific Region and US. • Selling of Imported Electronics Components/ Semiconductors (Resistors, Capacitor, ICs) to OEM, EMSs, Reseller, Partners and Partnering with semiconductor design or verification. • Experience in the semiconductor or EDA industry. • Recognized by the CEO of the company for driving new Logo generations by 10% growth

Electrical Officer- MNT at ISMT Limited, Feb 2007 - Apr 2009 · 2 yrs 3 mos, Ahmednagar, Maharashtra, India, - ISMT Ltd is the largest integrated specialized seamless tube manufacturer in India with the Presence in Baramati, Ahmednagar, Jejuri. - I was responsible for Maintaining and troubleshooting and running the Ahmednagar plant factory 24/7. - Perform breakdown and preventive maintenance on all field instruments like pressure, temperature flow etc by guiding a team of technicians. - Trouble shooting of instrumentation logic and electrical hardware

Education

IIMK's eMDP EPIS- Batch 01, Executive Presence, Influence, and Storytelling, Indian Institute of Management, Kozhikode

MBA, Business, Management, Marketing, and Related Support Services, ICFAI business school